Chapter One An Introduction to International Busi

Chapter One An Introduction to International Business Negotiation

Lecture One:

教学时间：2 学时

教学内容：商务谈判的定义、特点及步骤 教学重点：商务谈判的特点及步骤 教学难点：商务谈判的步骤 作业安排：Task 1, Task 2

Warming up

Negotiations exist everywhere in our daily life. Recall some of the negotiations you’ve ever been involved in.

1. The Definition of International Business Negotiation

Negotiation is one of the most common approaches used to make decisions and manage disputes.

It is a problem-solving process in which two or more people voluntarily discuss their differeces and attempt to reach a joint decision on their common concerns, requiring participants to identify issues about which they differ, inform each other about their needs and interests, generate possible settlement options and bargain over the terms of the final agreement.

Business negotiation is the negotiation confined to the economic field, in which the concerned parties strive to reach consensus in the transaction for the purpose of coordinating their economic relations through information exchange and consultation protocol.

International Business negotiation is the negotiation madetween business parties from different countries or regions in the hope of successful transaction.

2. The Features of International Business Negotiation

Six elements

(1) deal with the laws, policies and political authorities of more than one nation. 中国购买航母 瓦良格号

(2) the presence of different currencies. 俄罗斯增加黄金储备

(3) the participation of governmental authorities. 中国总理李克强推销高铁

(4) international ventures are vulnerable to sudden and drastic changes in their circumstances. 日本汽车 中国企业海外投资，利比亚

(5) different ideologies. 周恩来谈判---羊肉----鸡肉 (6) cultural differences 东南亚国家信奉佛教

3. The Stages of International Business Negotiation

(1) Pre-negotiation

(2) Face-to-face negotiation (3) Post-negotiation